Todd Caponi joined Jason Ferrara and Pete Jansons to talk about his book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

Topics:

• Chicken or Egg with RFP Process
• Sympathy vs Empathy
• Nerdometer
• FlossumWays to get a discount:

  1) Volume

  2)Timing/Cash

  3)Length of Commitment

  4) Forecast

  Sales Role:

  1)Learn Product

  2) Empathy

  3) Add Value

  Ideal for a topic or show? pete@saasholes.net